外贸物流经常遇到让人头疼的问题，很多时候客户明明就很有意向，我们回复的内容也是对的，但客户就是没回应了。

怎么办？直接放弃？被动地等待客户的回复？还是主动跟进？

如果您想开发更多的客户，当然是要选择后者，只有不断地主动跟进，才能把握更多的成交机会！

 

 

今天就和大家分享一些外贸物流跟进客户的邮件模板，首先从下面的案例切入看下：

Seems we get stuck somewhere. In order to move forward, is it possible to give me / us feedback for below:

我们的进展似乎卡住了，为了能够继续推进，能否就如下给到我/我们反馈呢？

 

A. Price or payment term issue? 价格或者付款方式原因？

B. Shipping freight issue? 运费原因？

C: Any other reasons? 其他原因

Thank you in advance. 谢谢。

 

注意：

1.不适用于0次跟进客户。报价/发合同等暂时无回应的，可以用常规跟进句型

2.至少在跟进客户2次后无回复后，时间间隔至少3-4天以上，才建议发给客户。

3.询问缘由可以按照自身情况，调整问题内容。

 

 

一、外贸物流已读不回12步跟进模板！

如果只是三两天的断联，先按捺住。老客户一星期的正常跟踪，新客户十天半个月的跟踪，就可以 了。不要邮件轰炸，客户也不一定要回复你。

 

1.常规的跟进，询求客户对价格的看法，记得长话短说。

比如 Can you please let us have your comments on the offer we sent on +月日？

2.如果客户继续不回复

May I know if you get my offer on+月日？I am attaching again herewith the offer for your reference. Hope to get your feedback soon.

3.继续不回复，打不死的小强精神起来。利用报价的有效期说事。

Friendly reminder on the validity date. Can you please further advise if the price is workable for you? Price will be invalid on+时间

4.继续不吭声。发最新产品/宣传册子，最新出货记录照片，尺寸要控制在1MB以内/目录控制在3MB以内。

Here is our newest model which will be in the market soon. 或Just shipped 1 container to your country and please see some photos for your reference. Any news from you?

5.可以发展厅样板照片

并说：Well organized showing room and free samples are ready for your quality checking. 或者 Busy at the ** fair these day. Do you have any purchase plan?

6.对于有潜力或者比较大的采购商，可以主动表示提供免费样板。

7.如果有新的展会，通知客户。并且实时写邮件给客户你们展会的情况，附上参展图片，产品陈列图片。

8.设法得知客户的Facebook或Instagram。可以在上面关注下他们的动态，从网友的互动做起。

9.同行刺激效应。此方法不是首选，而且不建议对欧美比较严谨的客户。可以对付印度，非洲客户。

10.低价诱饵效应。可对印度，中东，南美那些无限追求低价的国家客户。

可以探下他们的目标价 Can you please advise your target? 如果你的价格很有优势很可能就拿下单子。

但是如果价格低到你做不下去，也要在下封邮件展开攻势，highlight出产品的优势和卖点，并表示price will be more competitive if you can allow to adjust the quality

这里面两个意思，一分钱一分货，你们价位高是因为这些优势，第二个意思他愿意妥协质量，价格可以再优惠 。

11.雷达不动，可以开门见山

Much appreciated if you can further offer some comments. Then I can know if you still get interested in our products. Otherwise I will stop to bother you.

开门见山，直接问他意见，不然停止写邮件给他了。

12.最终还是不回复。

（1）你发过去了，也没进垃圾邮箱。但是他就是没收到。

（2）他用意念回复你邮件。类似你在朋友圈意念点赞回复一样。那么如果你有时间，那你就继续写，写到有天某个亮点吸引他了，他就会联系你。

 

 

二、邮件模板参考

以下4封邮件模板，供大家参考：

 

01跟进新客户

Hi [Name],

I really enjoyed chatting with you earlier today and learning more about how you and [your company].

很高兴今早与您的交谈，并进一步了解了您和[贵公司]。

I promised you some more info and here it is. I’ve attached more information about [request] and [other].

请查收我答应给您的资料，已附上有关[要求]和[其他]的更多信息。

Please let me know when you have had a chance to take a look at this info and would like me to give you a call to discuss. I’d be happy to answer any questions you have. Feel free to call me at [number] any time.

请让我知道您何时有机会查看这些资料，并希望我何时给您打电话进行讨论。我很乐意回答您的任何问题。也欢迎您随时给我打电话。

[Signature]

 

02邮件发出后，客户没有动静

Hi [Name],

I trust that you have had an opportunity to read my previous email and look at our website, so I figured it’d be worth checking in with you again.

我相信您已查阅了之前给您发送的邮件并浏览过我们的网站，因此我认为是很有必要再次与您联系的。

Have you given any additional thought to my proposal? I’d be happy to do a quick review of it on the phone and answer any and all questions you may have.

您对我的提议（方案）是否有其他的想法呢？我很乐意通过电话对其进行快速审核，并回答您可能遇到的所有问题。

When would suit you for a quick call?

什么时候方便跟您通话呢？

[Signature]

 

 

03按照约定给客户发送资料

Hi [Name]

I’d like to thank you for taking the time to hear me out on [DAY]. I’m really excited about the big progress of this relationship.

感谢您抽出宝贵的时间在[日期]跟我进行通话。我们关系的进一步推进让我感到非常兴奋。

You mentioned that you would need to consult with [Person] before making a decision. I am really eager to hear what they thought of my proposal.

您提到在做出决定之前，需要与[人员]进行协商。我真的很想听听他们对我的建议的看法。

Is there a spot on your calendar I could claim to discuss how we can take this deal forward?

您能给我一个准确的日期，让我们讨论如何推进这项交易吗？

[Signature]

 

04适用于好久没联系的客户

Hi [Name],

I’m sorry we haven’t been able to connect recently. When we last spoke, you seemed very interested in [objective of product or service].

很抱歉我们最近没有怎么联系。从我们上次交谈中，您似乎对[产品或服务的目标]非常感兴趣。

I realize that you are most likely incredibly busy, so I am happy to schedule a call with you at any time, even if it falls outside regular office hours or on a weekend if that makes it easier for you.

我知道您很可能非常忙，因此就算不是上班时间甚至是周末，我也很乐意随时跟您进行电话交谈，只要在您方便的时候就行。

I really don’t mean to harass you, but would appreciate some indication on your decision either way.

我真的不是想要打扰您，但希望您能以某种方式向我表明您的决定。

Thanks in advance提前致谢

[Signature]

 

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